Module 06: Listening

Many people confuse “letting someone finish” with “listening”. Listening is to truly read what has been said and to hear what has not been said. Listening is more than just receiving information, it is the essential step to analyze the opponent.

Who should attend

Anyone facing emotional negotiations

Contents

Motivate to talk

Do not ask any questions

Read between the lines

Analyze the motives of your negotiation partner

Language

English

Richard Mullender

Is a former negotiator for Scotland Yard and trainer of negotiation specialists at the UN, Scotland Yard, FBI, and Scorpions (South Africa).

He negotiated on behalf of the British government with the Taliban and in international crises.

Richard Mullender says that the success of a negotiation depends primarily on the ability to listen. In negotiations, one must not ask questions, but one should stimulate the information flow from the other side. Professional listening is more than just listening, it is the reading between the lines. It is important to pay attention to the things that are left unsaid.

"Richard Mullender was excellent! This seminar should be mandatory, especially for executives!"Dr. Hendrik G. Seliger